The Power of Referral

The deals with the highest conversion rates?

For me, it's when a prospect reaches out after using your product in the wild, especially in the capacity of a client to someone else.

It happens at vFairs all the time.

Several companies come to us after attending and being blown away by a virtual event we powered for someone else.

Why are they easy to close?

1. They're inbound (they knocked on your door).

2. They used your product first-hand & want to know more.

3. There's a strong referral at play (a business/org they trust uses you)

This also tells me:

1. Referrals don't always have to be generated via discounts & offers.

2. Focus on delivering value AND care about your digital footprint.

e.g. Mailchimp embeds their logo in their freemium emails. Drift/Intercom have their "powered by" labels. Typeform asks survey takers if they'd like to create one themselves.

The first step though? Provide a stellar service.

3. In B2B2C, the best way to spin the flywheel faster is to make your customers look good in front of their customers.